Sr. Solution Executive, Quality & Compliance

HEALTHSTREAM INC•Nashville, TN

2d•Remote

About The Position

The Sr. Solution Executive, Quality & Compliance Solutions will be responsible for delivering solution sales, accelerating adoption through insight and expertise, and evangelizing the value proposition of assigned products to HealthStream clients and prospects. In this role, the Sr. Solution Executive seeks to align compliance courseware solutions with an institution's needs and business objectives, build relationships and credibility with key stakeholders effectively, and meet or exceed an assigned sales quota for compliance courseware solutions. This individual will have ultimate responsibility for all elements of the sales process, including prospecting, qualifying, positioning, demonstrations, presentations, objection handling, and contract negotiations through sale closure. ESSENTIAL DUTIES OR RESPONSIBILITIES: This person will attend meetings and conferences as appropriate to represent Company. Travel to prospective Client and Client locations to discuss business opportunities and relationships. You will be responsible for calling on Hospital Systems, IDN's, University Medical Centers, Medical Schools, large independent hospitals and health plans, selling our suite of healthcare specific e-Learning courses and SaaS products to the C-level in your assigned territory. A proven track record of selling healthcare software/services to hospitals is required.

Requirements

7+ years of successful hospital SaaS sales and/or Compliance or E-Learning experience
Demonstrated track record of consistently exceeding sales quota
Knowledge of healthcare environment – preferably in Compliance
Superior knowledge of consultative sales techniques including cold calling, networking, discovering needs, overcoming objections and product demonstrations - all with the ability to capture and close the deal
Knowledge of Solution Selling/Customer Centric selling methodologies
Effective oral & written communication skills
Territory management - geographical, systems & account based
MS Office & SalesForce.com skills
Innovative problem solver who works independently, as well as part of a team
Ability to set-up and conduct onsite and remote client demonstrations
Success in hitting quota from home office environment

Responsibilities

Identify and Qualify Opportunities for both existing clients and new prospects: Includes aligning Compliance solutions with prospect/client initiatives, developing deep customer knowledge and relationships, identifying funding source, securing executive team sponsorship, resolving obstacles, and designing take out opportunities.
Demonstrate, propose, and Present: Includes demonstrating Compliance solutions to key stakeholders, presenting compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI / business case, and following up promptly and professionally.
Support RFP process: In response to request for proposals, lead proposal teams, support quality RFI/FRP response strategy, secure references, and handle pricing strategy.
Negotiate and Close Business: Including creating and submitting contracts, negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success.
Territory Planning and Pipeline Management: Including developing and updating territory plans, managing pipeline in CRM system, updating plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly.
Contribute to the Compliance community: Includes developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the internal sales teams.
Undertake Personal and Professional Development Opportunities: Including developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends especially as it relates to the Evaluate product portfolio, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork.
Value Added Member of broader Compliance community: Includes working cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values.
Challenger Selling Mindset: Understanding that relationship building is important, but assisting clients with their strategic initiatives requires challenging them to think differently.
Target Audience: Being able to understand the needs of stakeholders and target leadership.